Director of North America Enterprise Acquisition, LaunchDarkly
$182-295k
+ RSUs. Salary dependent on location
Travel up to 40%
Feature management for software teams
Be an early applicant
Feature management for software teams
501-1000 employees
Be an early applicant
$182-295k
+ RSUs. Salary dependent on location
Travel up to 40%
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- We are looking for someone who can navigate complex enterprises
- Typically expects a minimum of 12 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 3 years of sales leadership experience
- Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations
- Passionate about the net-new-logo acquisition aspect of selling, and ability to win over others about the upside of this type of role
- Prove success hiring, managing, developing a team of successful new-logo sellers
- Demonstrated success closing mid to high six-figure annual contracts
- Strong command of MEDDICC or similar enterprise qualification methodologies
- Excellent storytelling skills and the ability to translate technical concepts into compelling business outcomes
- Comfort navigating large enterprise organizations and orchestrating cross-functional deal teams
- Ability to travel up to 40% of the time based on business needs
- Previous success in a high-growth startup or scale-up environment
- Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.)
What the job involves
- We’re hiring a Director, Enterprise Acquisition, to oversee an elite team of high-performing AEs who focus exclusively on hunting and closing net new logos
- As a Director, Enterprise Acquisition Sales, you will directly manage enterprise AEs and oversee our midmarket acquisition team Manager
- In this role you will develop multi-threaded relationships, orchestrate long and complex deal cycles, and position LaunchDarkly as a mission-critical part of modern software delivery
- This is a highly visible, team quota-carrying role that requires a strategic mindset, strong executive presence, and deep enterprise sales expertise in the SaaS ecosystem
- Lead an organization accountable for achieving and exceeding a multi-million-dollar annual revenue target across Fortune 1000 new logo opportunities
- Define and execute regional account and territory strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams
- Provide leadership and oversight on complex, high-risk enterprise negotiations, serving as an escalation point across legal, procurement, security, and architectural stakeholders
- Ensure consistent articulation and adoption of LaunchDarkly’s value proposition across the team, including progressive delivery, experimentation, developer productivity, and release safety
- Establish regional pipeline strategy and operating cadence, ensuring sustained pipeline coverage through outbound programs, account-based motions, partner engagement, and executive-level selling
- Lead alignment across Account Executives, SDRs, Marketing, and Channel teams to drive predictable top-of-funnel performance and conversion
- Own forecasting rigor and pipeline governance, holding the team accountable for accuracy, inspection, and execution discipline within Salesforce
- Partner closely with Sales Engineering leadership to ensure consistent, high-quality execution of technical evaluations, proof-of-value engagements, and enterprise architecture discussions
- Collaborate with Customer Success leadership to drive effective handoffs, adoption outcomes, and long-term customer value realization across the regional book of business
- Synthesize and elevate customer and market insights to Product, Engineering, and executive leadership to inform roadmap priorities, packaging decisions, and industry positioning
- Coach and enable the team to build trusted advisor relationships with VP+, CTO, CPO, platform, and digital transformation leaders across strategic accounts
- Act as a senior leader sponsor on priority opportunities, articulating how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives
- Represent LaunchDarkly externally at regional events, partner forums, and industry conferences, reinforcing market credibility and supporting GTM objectives
Our take
Feature flags are a powerful software development tool, allowing teams to modify system behavior without changing code, therefore minimizing risk. If a business has a new feature they want to test, they can then roll it out to a small set of users before letting it go live. These companies can, for example, get quick feedback on the new feature and fix any bugs, or roll back any changes.
LaunchDarkly allows companies to run tests like this by activating the new code for only a small set of users prior to launch. Typically running these tests requires lots of developer time - a daunting and expensive prospect for most rapidly growing businesses - and can risk disruption to the user experience if testing takes place on the live product.
Demonstrating its value to businesses, the platform is used by the likes of IBM, Intuit and Atlassian. Recently it has seemed to focus on further scaling its growth as it develops towards being a leading business in the feature management space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2021
$200m
SERIES D
Jan 2020
$54m
LATE VC
Total funding: $330.3m
Company benefits
- Full Vision
- Full Dental
- Full Medical
- Flexible Schedule
- Healthy Lunches & Snacks
- Conference & Meetup Access
- Education Stipend
- Personalized Work Station
- Close to Public Transportation
- Bike Parking
- Team Activities
- Unlimited paid time off policy
- Work from home opportunities
- Health insurance
Company HQ
Lakeside, Oakland, CA
Leadership
Edith Harbaugh
(Co-founder, Executive Chair & CEO)Worked as a Product Manager at Vignette, Monster Worldwide, and PlantSense. Previously Product Director at TripIt.
John Kodumal
(Co-founder & CTO)Prior to co-founding LaunchDarkly was Software Development Manager at Atlassian and Bytecode Anaylsis Architect for Coverity.
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